WHY do new producers fail? We dug into our autopsy archives (2 decades of new commercial producer recruiting). We found the distinct attributes of the new producers that quit or got fired are: We identified these 10 common failure personas. The weak prospector. Could not create 2-4 qualified new business discovery appointments per week. Weak… Continue Reading
Insurance Producers
Judging New Producers By Their Activity, Not Their Sales
Your new producer is 3 months – maybe even 6 months in — and hasn’t sold a new account. You may be experiencing early stage hiring remorse. (“Oh crap, why did I hire this producer who can’t sell business insurance?”) Before you jump to a conclusion that they’ve failed as a new insurance producer, step… Continue Reading
Your New Producer Started… Now What?
Here’s a scenario I see too often. An agent/broker makes a new sales hire and then throws a minimal amount of orientation and training support behind the new producer. Maybe enrolls them in an insurance carrier’s new producer school. Then hopes for the best to happen organically. As if your new producer will, through osmosis… Continue Reading
Family Feud: Insurance Edition
Name something a new commercial insurance producer NEVER says. Top 10 answers are on the board. Survey says… 1. “Getting started as commercial producer is way easier than I thought it would be.” 2. “It’s so easy to get appointments with business owners because they love to talk about insurance and meet with new insurance… Continue Reading
Why Might a Top Producer Change Firms?
Another insurance recruiting firm lists 14 reasons why. The ability to spend more time producing Better support Equity in their book or agency A better culture Specific markets or unique/exclusive programs Stronger payout on new or renewal business Opportunity to cross sell of existing accounts A better defined lead source Resources to prospect for and… Continue Reading
